A mid-size cloud solutions firm was experiencing low conversion rates in its infrastructure modernization pipeline. Despite rising cloud demand, every customer was treated as equally ready for full migration — resulting in inefficient outreach, mismatched proposals, and low win rates.
✅ Create a readiness-based segmentation framework
✅ Map AWS services to each segment’s technical maturity
✅ Design GTM playbooks aligning sales, marketing, and migration teams
Developed a four-tier segmentation model based on:
Current Infrastructure State: On-Prem, Hybrid, Cloud-Native IT Headcount + Budget: Readiness and scalability potential Industry Constraints: Compliance, data residency, security Pace of Change Tolerance: Risk appetite and digital maturity Each customer segment was mapped to a migration path and AWS toolset: Cloud-Native: High-readiness, developer-led enterprises → focused on API-first adoption using EC2, Lambda, and S3 Lift & Shift: Legacy app customers → leveraged MGN, Snowball, and Migration Hub with ROI-driven campaigns Hybrid-Heavy: Gradual adopters → guided by Control Tower, IAM, and VPC workshops Regulated Industries: Compliance-heavy clients → supported through Shield, CloudTrail, and Config with partner-led GTM tracks
Mapped AWS tools and services to modernization maturity:
🔹 AWS Migration Hub: Centralized migration tracking
🔹 AWS Application Migration Service (MGN): Lift-and-shift workloads
🔹 AWS Snowball: Secure bulk data transfer
🔹 AWS Control Tower + IAM: Multi-account governance and policy control
🔹 Amazon QuickSight: Executive dashboards for GTM analytics
🔹 AWS TCO Calculator + Cost Explorer: Business case and ROI modeling
Developed customized GTM playbooks for each segment:
Cloud-Native: Developer community outreach, API demos, self-service onboarding Lift & Shift: ROI-focused case studies and bundled migration offers Hybrid: Workshops, architecture blueprints, and hybrid cloud guides Regulated: Compliance assurance messaging and long-run engagement tracks
AWS Services:
AWS Migration Hub AWS Application Migration Service (MGN) AWS Snowball AWS Control Tower Amazon QuickSight AWS Cost Explorer
Python Excel Tableau AWS TCO Calculator
🎯 22% improvement in lead-to-conversion rates in pilot markets 🔧 Reduced migration risk by aligning tooling with technical readiness 📊 Enabled data-driven GTM decisions using QuickSight dashboards 🚀 Created a repeatable, scalable playbook for AWS modernization
The segmentation framework empowered the firm to prioritize prospects by technical readiness and strategic fit, boosting efficiency across marketing, sales, and engineering. By aligning modernization journeys with AWS services, the company achieved faster migrations, stronger client trust, and measurable ROI gains.